Skip to main content

Don’t be the kind of manager who keeps pressuring his reps every hour to boost their call volume. You won’t make any extra money to the company by refreshing the Sales KPIs dashboard every now and then.

Well, you could see a boost in call volume after an hour, and that’s a short-term win, but in the business world, the winner of the war is always the person who plans ahead and has a small business plan that goes as far as decades.

Now, of course, KPIs (key performance indicators) are super important. However, you should focus on which are true indicators of success and ones which aren’t. This article will talk about the Sales KPIs you really should care about and the ones you shouldn’t. 

 

Sales KPIs You Shouldn’t Be Focusing On

avoid these sales kpis

Photo by Will Porada on Unsplash

Let’s cut to the chase and talk about the KPIs that you shouldn’t focus on simply because they are so redundant in today’s corporate world.

Emails Sent

This was important back in the days when everyone would write their emails. But now, thanks to automated algorithms, 90% of the emails are all cramped up and sent in bulk. Not enough emails sends doesn’t necessarily mean that a rep isn’t working hard enough. 

Attempts to Call

Why is the word ‘attempt’ even mentioned? Now that everyone is working from home, most of the desk-lines are going straight to the answering machine voicemail. Cellphone calls can be pretty tricky if they’re not handled right. Tracking call attempts is certainly not the best sales KPI. However, when we talk about live conversations, that’s a different matter. 

Average Value of a Contract

Did you know that every buyer will try to get their hands on a discount as soon as the word is out? You shouldn’t be worried about your average contract value unless the latter decreases significantly. When we say significantly, we mean -30%. Unless this is the case, then just get it booked and focus elsewhere. 

Budget Approval

Your reps might be doing everything they can to push a deal through. But because budget approval takes a while, that doesn’t mean they should stop and stare at the screen, refreshing pages until they get it. 

This is all regarding KPIs you should not be focusing on. Now, let’s dive into the ones that truly matter.

 

Sales KPIs That Are Better Indicators of  Business Success

the right metrics for sales

Photo by David Travis on Unsplash

There’s an old saying that goes like this: “The ocean never freezes because it’s full of salt.”  That’s a great example to focus on and model for your team. To never stop moving.

Here are the sales KPIs you should focus on for your team not to freeze up and stop moving. Typically, different members of the sales team will have different KPIs to focus on.

Sales Leaders

Trying to track “one million’ different KPIs will simply waste all of your time with no real feedback gathered. Instead, focus on one-to-three metrics a week and start building up from there. 

Keep track of the KPIs that will help your team grow and help the company make more money.  Here is the one that’s key for all sales managers/leaders:


Total Pipeline Created

  • Track this one every single week.
  • Keep two tabs open—raw data and summary.

Raw Data

  • Just gather data without talking about any points.
  • Pick one day to have a weekly meeting and discuss the numbers for the past week.

Summary Tab

  • Create a storyline around the number you have. Make sure to include complex feedback from other reps. 
  • Meet on the same day to discuss last week’s summary.

Examples

  • “40% of our leads responded well to the last newsletter. ’‘Some of our new leads are looking to shift their attention more towards digital”.
  • “We had four homesick reps last week; thus, our pipeline numbers have decreased”.

It’s more than evident that you should be aiming for your data to move upwards to improve your small business resilience. If, for the moment, it is going down, then pay more attention to implementing all that you gathered from the meetings. Try to figure out where the dip is coming from and see if you can fix it as soon as possible. 

Have a solid understanding of the Total Pipeline Created while analyzing different metrics such as Closed/Lost, Sales Approved, Marketing Leads, Conversions, and others. 

Your bosses care about growth in the company data, and they want to see this represented accurately with the right narrative.

Account Executives

Let’s talk about ‘sales velocity.’ Ok, this is probably a term that many of you might not know the meaning of. Don’t hit up your books just yet. No, don’t open a new tab trying to search it because we will break it all down in just a second. Before we explain what sales velocity means, you should first understand that this is a different value for every rep. Now that we got that out of the way, let’s calculate sales velocity:

Sales Velocity = number of opportunities x average deal size x conversion rate / sales cycle length

For example, if the sales velocity is $5000 – it means that you are bringing in $5000 of revenue per day to the company. 

The goal here is to increase the sales velocity over time. Try to close your pipeline quicker while also asking your manager how to improve your sales velocity.

Sales Development Reps

The most important KPI you should be focusing on is your conversations. You need to interact with your leads and reps and not just hit them up whenever business is calling. Let’s give you a recommendation:

Make an excel sheet and record the different sorts of reactions you’re getting from leads and prospects. Messages, emails, LinkedIn PMs, Tweet replies, and so forth. Show that you care enough to assemble your own criticism (outside of your logged movement in your CRM) and offer it to your manager. Position it as your investigation and learnings as opposed to “I missed my number and here’s the reason” Ask your manager, “is this data helpful? How else would I be able to deal with feedback input?”

Last, yet not least. The metric you may have overlooked. You improved your competitive kill sheets. You refreshed the site with new client logos. Be that as it may, something is still off, and you can’t put your thumb on it.

You may have overlooked the “metric” and seemingly the main one: your group’s prosperity. 

 

Tips for Sales Leaders to Keep The Team in Check

You’re requesting a great amount of work, yet would you say you are doing your part to reward your reps? Deal with your group like you would treat your clients with a “How might I help?” state of mind because they can otherwise have a burnout.

A couple of approaches to get a temperature mind the group: 

  • What are you most happy about for this week? 
  • What has made you feel down for this week? 
  • What’s your main thing about being in this group?

How’s their spirit? Sit quietly on their next call. Is it safe to say that they are eager to visit with possibilities, or do they sound bored all along? 

On the off chance that things are somewhat “off,” it’s probably due to burnout, stress, or interruptions outside of the workplace. 

 

Tips for Avoiding Burnout

avoid burnout

Photo by Nataliya Vaitkevich from Pexels

  • Set clear assumptions when you anticipate that your group should be on the web and responsive on Slack, email, and so on. Regardless of whether you prelude with “you don’t need to react now,” it’s reverse psychology that makes them feel like they have to respond. 
  • Have them put lunch breaks on their schedule. 
  • Zoom fatigue is real. Focus on calls when the video isn’t essential. 
  • Some managers need to go on vacation to show that it’s ‘ok’ to do. When individuals are on private-time-off, urge them to leave their phones alone and just enjoy the moment. 
  • Send notes to say thanks to your reps. You can make their day like that.

 

Closing Tips to Motivate the Team

how to motivate sales team

Photo by fauxels from Pexels

A simple message or even live interaction saying: “If you have any good ideas, you can send them to me.” can take you a long way. 

Not only will they get motivated to share more of what they already are thinking, but you can also get them to work in small groups. Reps love it when they have the chance to share any new ideas with each other and then bring the results to you. 

Instead of thinking about what they need, sometimes you should let them have what they want. That will prove time and time again to motivate them to work even harder because we all know how people get focused on something they love.

You can try all of the above tips for Sales KPIs and then see if it works for you in the long term. You never know which one of the advice mentioned might be the solution you were looking for all along.

 

 

xosotin chelseathông tin chuyển nhượngcâu lạc bộ bóng đá arsenalbóng đá atalantabundesligacầu thủ haalandUEFAevertonxosofutebol ao vivofutemaxmulticanaisonbethttps://bsport.fithttps://onbet88.ooohttps://i9bet.bizhttps://hi88.ooohttps://okvip.athttps://f8bet.athttps://fb88.cashhttps://vn88.cashhttps://shbet.atbóng đá world cupbóng đá inter milantin juventusbenzemala ligaclb leicester cityMUman citymessi lionelsalahnapolineymarpsgronaldoserie atottenhamvalenciaAS ROMALeverkusenac milanmbappenapolinewcastleaston villaliverpoolfa cupreal madridpremier leagueAjaxbao bong da247EPLbarcelonabournemouthaff cupasean footballbên lề sân cỏbáo bóng đá mớibóng đá cúp thế giớitin bóng đá ViệtUEFAbáo bóng đá việt namHuyền thoại bóng đágiải ngoại hạng anhSeagametap chi bong da the gioitin bong da lutrận đấu hôm nayviệt nam bóng đátin nong bong daBóng đá nữthể thao 7m24h bóng đábóng đá hôm naythe thao ngoai hang anhtin nhanh bóng đáphòng thay đồ bóng đábóng đá phủikèo nhà cái onbetbóng đá lu 2thông tin phòng thay đồthe thao vuaapp đánh lô đềdudoanxosoxổ số giải đặc biệthôm nay xổ sốkèo đẹp hôm nayketquaxosokq xskqxsmnsoi cầu ba miềnsoi cau thong kesxkt hôm naythế giới xổ sốxổ số 24hxo.soxoso3mienxo so ba mienxoso dac bietxosodientoanxổ số dự đoánvé số chiều xổxoso ket quaxosokienthietxoso kq hôm nayxoso ktxổ số megaxổ số mới nhất hôm nayxoso truc tiepxoso ViệtSX3MIENxs dự đoánxs mien bac hom nayxs miên namxsmientrungxsmn thu 7con số may mắn hôm nayKQXS 3 miền Bắc Trung Nam Nhanhdự đoán xổ số 3 miềndò vé sốdu doan xo so hom nayket qua xo xoket qua xo so.vntrúng thưởng xo sokq xoso trực tiếpket qua xskqxs 247số miền nams0x0 mienbacxosobamien hôm naysố đẹp hôm naysố đẹp trực tuyếnnuôi số đẹpxo so hom quaxoso ketquaxstruc tiep hom nayxổ số kiến thiết trực tiếpxổ số kq hôm nayso xo kq trực tuyenkết quả xổ số miền bắc trực tiếpxo so miền namxổ số miền nam trực tiếptrực tiếp xổ số hôm nayket wa xsKQ XOSOxoso onlinexo so truc tiep hom nayxsttso mien bac trong ngàyKQXS3Msố so mien bacdu doan xo so onlinedu doan cau loxổ số kenokqxs vnKQXOSOKQXS hôm naytrực tiếp kết quả xổ số ba miềncap lo dep nhat hom naysoi cầu chuẩn hôm nayso ket qua xo soXem kết quả xổ số nhanh nhấtSX3MIENXSMB chủ nhậtKQXSMNkết quả mở giải trực tuyếnGiờ vàng chốt số OnlineĐánh Đề Con Gìdò số miền namdò vé số hôm nayso mo so debach thủ lô đẹp nhất hôm naycầu đề hôm naykết quả xổ số kiến thiết toàn quốccau dep 88xsmb rong bach kimket qua xs 2023dự đoán xổ số hàng ngàyBạch thủ đề miền BắcSoi Cầu MB thần tàisoi cau vip 247soi cầu tốtsoi cầu miễn phísoi cau mb vipxsmb hom nayxs vietlottxsmn hôm naycầu lô đẹpthống kê lô kép xổ số miền Bắcquay thử xsmnxổ số thần tàiQuay thử XSMTxổ số chiều nayxo so mien nam hom nayweb đánh lô đề trực tuyến uy tínKQXS hôm nayxsmb ngày hôm nayXSMT chủ nhậtxổ số Power 6/55KQXS A trúng roycao thủ chốt sốbảng xổ số đặc biệtsoi cầu 247 vipsoi cầu wap 666Soi cầu miễn phí 888 VIPSoi Cau Chuan MBđộc thủ desố miền bắcthần tài cho sốKết quả xổ số thần tàiXem trực tiếp xổ sốXIN SỐ THẦN TÀI THỔ ĐỊACầu lô số đẹplô đẹp vip 24hsoi cầu miễn phí 888xổ số kiến thiết chiều nayXSMN thứ 7 hàng tuầnKết quả Xổ số Hồ Chí Minhnhà cái xổ số Việt NamXổ Số Đại PhátXổ số mới nhất Hôm Nayso xo mb hom nayxxmb88quay thu mbXo so Minh ChinhXS Minh Ngọc trực tiếp hôm nayXSMN 88XSTDxs than taixổ số UY TIN NHẤTxs vietlott 88SOI CẦU SIÊU CHUẨNSoiCauVietlô đẹp hôm nay vipket qua so xo hom naykqxsmb 30 ngàydự đoán xổ số 3 miềnSoi cầu 3 càng chuẩn xácbạch thủ lônuoi lo chuanbắt lô chuẩn theo ngàykq xo-solô 3 càngnuôi lô đề siêu vipcầu Lô Xiên XSMBđề về bao nhiêuSoi cầu x3xổ số kiến thiết ngày hôm nayquay thử xsmttruc tiep kết quả sxmntrực tiếp miền bắckết quả xổ số chấm vnbảng xs đặc biệt năm 2023soi cau xsmbxổ số hà nội hôm naysxmtxsmt hôm nayxs truc tiep mbketqua xo so onlinekqxs onlinexo số hôm nayXS3MTin xs hôm nayxsmn thu2XSMN hom nayxổ số miền bắc trực tiếp hôm naySO XOxsmbsxmn hôm nay188betlink188 xo sosoi cầu vip 88lô tô việtsoi lô việtXS247xs ba miềnchốt lô đẹp nhất hôm naychốt số xsmbCHƠI LÔ TÔsoi cau mn hom naychốt lô chuẩndu doan sxmtdự đoán xổ số onlinerồng bạch kim chốt 3 càng miễn phí hôm naythống kê lô gan miền bắcdàn đề lôCầu Kèo Đặc Biệtchốt cầu may mắnkết quả xổ số miền bắc hômSoi cầu vàng 777thẻ bài onlinedu doan mn 888soi cầu miền nam vipsoi cầu mt vipdàn de hôm nay7 cao thủ chốt sốsoi cau mien phi 7777 cao thủ chốt số nức tiếng3 càng miền bắcrồng bạch kim 777dàn de bất bạion newsddxsmn188betw88w88789bettf88sin88suvipsunwintf88five8812betsv88vn88Top 10 nhà cái uy tínsky88iwinlucky88nhacaisin88oxbetm88vn88w88789betiwinf8betrio66rio66lucky88oxbetvn88188bet789betMay-88five88one88sin88bk88xbetoxbetMU88188BETSV88RIO66ONBET88188betM88M88SV88Jun-68Jun-88one88iwinv9betw388OXBETw388w388onbetonbetonbetonbet88onbet88onbet88onbet88onbetonbetonbetonbetqh88mu88Nhà cái uy tínpog79vp777vp777vipbetvipbetuk88uk88typhu88typhu88tk88tk88sm66sm66me88me888live8live8livesm66me88win798livesm66me88win79pog79pog79vp777vp777uk88uk88tk88tk88luck8luck8kingbet86kingbet86k188k188hr99hr99123b8xbetvnvipbetsv66zbettaisunwin-vntyphu88vn138vwinvwinvi68ee881xbetrio66zbetvn138i9betvipfi88clubcf68onbet88ee88typhu88onbetonbetkhuyenmai12bet-moblie12betmoblietaimienphi247vi68clupcf68clupvipbeti9betqh88onb123onbefsoi cầunổ hũbắn cáđá gàđá gàgame bàicasinosoi cầuxóc đĩagame bàigiải mã giấc mơbầu cuaslot gamecasinonổ hủdàn đềBắn cácasinodàn đềnổ hũtài xỉuslot gamecasinobắn cáđá gàgame bàithể thaogame bàisoi cầukqsssoi cầucờ tướngbắn cágame bàixóc đĩaAG百家乐AG百家乐AG真人AG真人爱游戏华体会华体会im体育kok体育开云体育开云体育开云体育乐鱼体育乐鱼体育欧宝体育ob体育亚博体育亚博体育亚博体育亚博体育亚博体育亚博体育开云体育开云体育棋牌棋牌沙巴体育买球平台新葡京娱乐开云体育mu88qh88